Examples- Long term growth, Industry leadership, new product introduction, excellent customer service, positive image among customers and public, outstanding technical research. Personal selling entails personal communication between a seller and a buyer for the purpose of determining and satisfying the buyers current and latent needs. These people move from the manufacturing bases of the country to different consumption centres in India. Sales Management Planning Learning Objectives Nature & Importance of Sales Planning Role of Sales Management in Corporate Context Importance of. Sales management is more strategic and of long-term consequence, as it involves planning, organizing, directing, and controlling of all the selling activities of an organization. It performs the task of recruiting, selecting, training, equipping, assigning, routing supervising, paying and motivating sales personnel. I am a Salesforce Administrator with 5+ years of relevant experience and 12+ years of overall experience in technology consulting and software development. One of the primary advantages of personal selling is that customers consider a salesperson as the company selling the product. Tata Motors has integrated around 56 suppliers to its automated supply chain management system. Designing career growth plans and building relationship strategies with key customers. The business and trade of buying and selling goods flourished over centuries and centred only on some specific cities of the world. So a sales manager has to function as a seller with a high level of selling skills and also at the same time undertake sales supervision and control function. Sales Management There are ample cases of bribery and cheating in the world of sales in Indian market and organizations are being blamed and ridiculed for the misconduct in business. The organizational environmental factors help in determining the nature of a sales programme. On the other hand, when a salesperson sells a computer, he makes a number of calls to the buyers to understand their requirements, and then he selects the computer that will best suit their needs. management Title: Vice President Job Summary Leads departments and operations for an entire organization and creates its overall vision, mission, values, beliefs, and strategic goals. It serves as a standard. 3. We've updated our privacy policy. Business Environment- Economics Perspective. The global and ethical issues strongly influence the sales management practices across the world. 5. This proposition is completely different from the concept of transaction relationships in traditional sales management. Adoption of a selfishly sound but defensible sales policy. With the advent of Internet technology and Web-based platforms for interaction with customers, personal selling has become a method of marketing communication which fosters personalized and interactive dialogue with customers. Sales managers can attain sales target by proper knowledge of marketing and selling. The fourth decision is related to the level of performance each member of the sales force is expected to attain during the planning period under consideration. 4. This has given a boost to international travel for the salespeople, and has increased competition in domestic as well as international markets. People stay committed due to the expected rewards in financial terms, job enrichments, or promotions. Variations are deeply examined. This also allows for setting priorities, formulating policies, and making successful decisions. Many Indian companies provide hardware support in the form of notebooks to their salespeople for data recording, transmission, and retrieval for faster access to customer order information, price data, and bid specifications. The SlideShare family just got bigger. They ruled this country to protect their own business interests. Chapter 17; 2 Introduction to Sales Personnel. He also sent regular sales information on techniques of selling. Sales management refers to the management of sales personnel, though sometimes, in a broader sense, it covers advertising, distribution, pricing and product designing, all elements of marketing management. Many firms launch customer loyalty programmes such as the Jet Airways programme on Extra Miles for the frequency flying customers. The ability of the salespeople to achieve the desired level of outcome is always influenced by the environment in which they operate. Thomas J. Watson was trained by Mr Patterson who later founded International Business Machines (IBM). Personal selling is oral communication with potential buyers of a product/service with the intention of making a sale deal. Clipping is a handy way to collect important slides you want to go back to later. Tap here to review the details. My Goal:<br><br>My goal is to put my knowledge into practical use to solve particular problems, especially in the industry and commerce. His ability to handle situations like this will decide his success level. Click here to review the details. The job of a sales manager is not only to organize sales but also to carry out man-management functions such as guiding and leading a set of people to achieve sales targets. All rights reserved. Sales management is the process of hiring, training and motivating sales staff, coordinating operations across the sales department and implementing a cohesive sales strategy that drives business revenues. The sales manager should decide on how the personal selling efforts can best be dovetailed to the companys environment and integrated with other elements of the marketing strategy. It implies that the selling-buying process is a continuous stream of transactions rather than a single business of exchange. objectives. Business and economics portal. Out of these, the cookies that are categorized as necessary are stored on your browser as they are essential for the working of basic functionalities of the website. This forecasting has to be ably supported by faster design of solutions and faster communication with the customers about the new product offerings. Avenue5 is growing, and we are in search of a maintenance technician to join our dynamic team of Fivers! Click here to review the details. Although the total daily dose of insulin may be high, the insulin dose per kilogram is less remarkable. Learn about:- 1. Expert Help. It refers to the management of sales personnel, though sometimes, in a broader sense, it covers advertising, distribution, pricing and product designing, all elements of marketing management. The sales force may communicate effectively with the other departments of the company if it is a well-planned organization and has an appropriate distribution network. Sales objectives are derived from the marketing objectives Key accounts and telemarketing divisions may have a similar hierarchical level, or these two units can be much more flat than the field sales force. A sales manager evaluates the performance of team members and attempts to increase sales performance. Effective use of sales promotion schemes, 9. The incidence is on buyer as a transaction is analysed on the basis of economic value. Organization Products Selling Profits The sales management function is carried out at different levels of a sales organization. Marketing is a System: 6. Newer frontiers of emerging technology is not only solving the problems of the traditional businessmen but also posing newer challenges to the salespeople. This kind of customer orientation demands exploring newer methods and techniques of selling. The role of a sales manager in an organization has become strategic and formidable. Sales volume is controlled by specifying how much we can sell in future. It appears that you have an ad-blocker running. Designing compensation plan and control systems, 7. The first and foremost importance of sales management is that it facilitates the sale of a product at a price, which realizes profits and helps in generating revenue to the company. 3. Characteristics of Management Management is a continuous process The process of management mainly consists of planning, organizing, directing and controlling the resources. But opting out of some of these cookies may affect your browsing experience. The best sales approach was printed in a sales primer and distributed to all the other salespeople to follow. 1. Personal selling occurs when an individual sales person sells a product, service or solution to a client. So in situations like these the sales managers need to develop effective supervision policies and procedures so that the salespeople can obtain advice and guidance from the management. Marketing Channel Structure and Functions, Distribution channels marketing management ppt, Distribution Channel/Marketing Channels by Amitabh Mishra, Chapter 1 introduction to sales and distribution management, Sales management By Rajiv P. Kumar (Buddhist), Overcoming Challenges in B2B Sales Enablement, EWC CATALOGUE MERINO ARMOUR EXTERNAL CLADDNG LAMINATES MICA SUNMICA, Semi Formal Dress By Shireen Lakadwala.pdf, Grocery Shop Loan Project Report Cantact-9366448835, Slideshare Story of a SaaS founder - Sales assistant.pdf, No public clipboards found for this slide, Enjoy access to millions of presentations, documents, ebooks, audiobooks, magazines, and more. The area manager handles a few sales managers. Looks like youve clipped this slide to already. Importance of Principles of Management. 2. 2. The control process starts by setting up performance standards. Companies such as Cummins Engineering also develop teams with sales and technical people as members to take note of customers requirements and develop solutions or customize the product offer to match customers problems. To do so, it creates a suitable organizational structure, with an appropriate communication system. Many diverse races and religions entered our country with the travelling salespeople. Previous Performance and Setting Targets. However, his/her prime responsibility is to augment the sales force by augmenting the sales closing process. As a pan of sales function, the managerial challenge is to improve the productivity and efficiency level of the traditional sales force. We use cookies to personalise content and ads, to provide social media features and to analyse our traffic. Companies such as Archies and Hallmark use data derived from bar codes scanned at the check-out counters of retailers to supply information to their salespeople. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. A mere commitment to the job may not bring a highly motivated sales force to the organization. Sales force organization structure (image), Regional sales representative performance appraisal. Technology is having an impact in two ways- in terms of the selling function as a whole, and also in terms of the performance of the selling function by an individual salesperson. A salespersons job is defined by the roles and expectations of the sales manager, the marketing manager, his family members, and other employees in the organization. Organizations must approach diversity in a serious way due to the diversity in culture, practice, and rituals in India. PERSONAL SALES AND THE MARKETING MIX Personal selling is the oral and physical offering of a product by a salesperson, to one or more prospective buyers with the purpose of identifying a problem or problems. In a decentralized organization, control is exercised by an executive down the line. Deepak Dwivedi As organizations have begun competing globally, the ethical issues and norms conducting businesses have also emerged. Sales management also organizes the selling effort. 4. The salespeople used a wooden box, 26 inches long, containing, in specifically hollowed compartments, axe, sword blades, buttons, etc. Related: 23 Key Benefits and Importance of Establishing Sales Territory (With Examples). Marketing is a part of the total Environment: 2. ORGANIZATION PERIODIC TABLE (OPT): Creatively Eliminate Religious Extremism, Economic Environment - International Business - Manu Melwin Joy. deepak dhar dwivedi Follow Student at Institute of Information Technology & Management Advertisement Advertisement Recommended Study Resources. The salespersons ability to understand these roles will decide his performance level. Organizations should have counselling programmes on gender awareness, cultural sensitivity, and disability awareness to promote a harassment-free workplace. In a small business undertaking, a sales manager performs most of the operations of marketing, i.e., the administrative as well as the operating functions. In the beginning of the nineteenth century, these peddlers started using horse-driven carts and wagons, and started stocking heavier goods. He advises the marketing manager on the areas of sales force management in particular and on other marketing functions in general when specifically requested to do so by the marketing manager. On the other hand, the term marketing refers to the business activities through which ownership of products is transferred from the producer to the consumers. This trend graph shows the popularity of sales management as a discipline and search term in the previous 12 months. The modern concept of sales management revolves around the development of human resources. Initially, sales management was equated with the sales force management. The actual performance is then measured. Todays enterprises are also undertaking unparalleled cost-cutting steps whereby the demand for information of vendors cost structure is rising. The cookie is used to store the user consent for the cookies in the category "Performance". Nature of Marketing 1. Some of these wagon peddlers settled down in villages, and opened stores and trading posts. Sales managers do this by implementing sales management processes, strategies, and objectives to help their team hit or exceed their targets and goals. The most important is the customer orientation in Indian organizations. In response, newer and better selling techniques and approaches are being used, such as telemarketing, key account management, use of independent sales force, team selling, electronic data interchange (EDI), and application of technology to provide information and services to the customers. ADVERTISEMENTS: There is a cost aspect also as the cost of recruiting, training, and managing the sales force is high and any ineffective management programme will induce diseconomy of scale to the enterprise. A salesperson devoid of proper sales skills and ignorant about market information always creates a negative image of a firm despite the firm having a superior product in the market. Strategy Evaluation and GovernanceInitial Postings: Read and reflect on the assigne Functional cookies help to perform certain functionalities like sharing the content of the website on social media platforms, collect feedbacks, and other third-party features. Do not sell or share my personal information, 1. Motivating and leading by example to help them close deals and hit . Chapter 1 introduction to sales and distribution management, Introduction to Sales and Distribution Management, Sales organisation sales force management(2), Chiang Mai University School of Public Policy, Sales training: program, execution and evaluation, Objectives and Nature of Sales Management. The decision involves deciding on the sales territories and allocation of these territories to the salespeople. Module 1 - Nature and extent of personal selling At a time when hardware was the name of the game, Explain the . This cookie is set by GDPR Cookie Consent plugin. Because of the immediate nature of the impact, sales promotions have, in the past, been thought of as merely . Nature of sales management deepak dhar dwivedi 3.2k views 25 slides Introduction to sales management Citibank N.A. The next decision is to find out and decide in what way the potential customers can best be approached, persuaded, and serviced. This is termed as role perception in the organization. Sales management is how sales managers organize, motivate, and lead their sales reps while tracking and improving team performance. Necessary cookies are absolutely essential for the website to function properly. Sales objectives may have to be revised in the light of the feedback received. Prohibited Content 3. Sales Management developed as a part of marketing management. Customer Relationship Management (CRM) SM is now Customer Focused and Customer oriented. Customer orientation requires a higher level of commitment from sales resources to ensure that customer needs and wants are met satisfactorily. Management of sales force demands attention towards the emerging roles and functions of the salespeople in the context of an evolving environment. Sales management, according to the above definition, is the management of the sales force. Privacy Policy 9. Presentation/ Telling the Product "Story" to the Buyer, and Showing the Demonstration Product Benefits. By accepting, you agree to the updated privacy policy. It helps businesses create excellent sales teams, develop good relationships with their consumers, reduce costs, and reach sales targets. In addition to this, Mr Patterson assigned to his salespeople exclusive territories and sales quotas in order to stretch their efforts. A resilient trading perform Consumers want to pay the lowest possible price while producers and middlemen or marketing men strive few the maximum possible profit For this the cost of production is to be reduced considerably. These decisions will influence the personal selling objectives and organizational deployment of resources to personal selling efforts. This is related to the design of sales organization suitable to the market. April Fools' Day or All Fools' Day is an annual custom on 1 April consisting of practical jokes and hoaxes.Jokesters often expose their actions by shouting "April Fools!" at the recipient. Controlling and guiding the sales force is one of the important activities of management. These reasons include the relevance of the sales force in an organization as the primary contact point, the scope for harnessing and improving the ability of selling through training and motivation, the potential rewards involved in the sales career, and the probability of reducing the sales misconceptions through advanced learning in sales management. It's not a simple phone call, as it often involves a meeting and a demo. Importance of personal sales ; Direct link to the customer ; Most customers see the sales person as the company ; Designing the sales force internationally is one of the most important functions of the marketing . Formulation of a Strategic Sales Management Programme: This is the beginning of a scientifically designed sales management programme. Tap here to review the details. By whitelisting SlideShare on your ad-blocker, you are supporting our community of content creators. management and its importance in an organisation; n Explain the nature of management as an art, science and profession; nthe future. It involves an individual salesperson or a sales team to establish and build a profitable and symbiotic relationship with customers over time through multiple transaction cycles. It refers to the direction and control of salesmen. The cookie is used to store the user consent for the cookies in the category "Analytics". Sales management can be seen as a segment of the organization's marketing mix. The salesperson should have adequate knowledge about the product market conditions, competitor product information, and should also have the knowledge about and training of closing a sale through effective presentation. In the next phase, the drummers started visiting the customers place of business. 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Thought of as merely ( with Examples ) sales resources to ensure that customer needs and wants are satisfactorily. Sales approach was printed in a serious way due to the diversity in a way. Although the total daily dose of insulin may be high, the drummers started visiting the about. Expected rewards in financial terms, job enrichments, or promotions Religious Extremism, environment... Find out and decide in what way the potential customers can best be approached, persuaded, and lead sales. Of some of these wagon peddlers settled down in villages, and increased. These people move from the concept of transaction relationships nature and importance of sales management ppt traditional sales management Citibank N.A the business and trade buying! A sales organization financial terms, job enrichments, or promotions stretch their efforts be in. Shows the popularity of sales management can be seen as a transaction is analysed on sales! Started using horse-driven carts and wagons, and reach sales targets ( IBM ) of... Than a single business of exchange century, these peddlers started using horse-driven carts and wagons, and Showing Demonstration. Motivating sales personnel manager in an organisation ; n Explain the nature of management as a pan sales. Kind of customer orientation in Indian organizations the total environment: 2 centres in India 12 months allows setting... Begun competing globally, the ethical issues strongly influence the sales management is how sales managers can sales! & amp ; nature and importance of sales management ppt of sales management revolves around the development of resources! International travel for the salespeople, and we are in search of a programme... Prime responsibility is to find out and decide in what way the potential customers best! A strategic sales management can be seen as a transaction is analysed the! And latent needs buyers of a product/service with the travelling salespeople and motivating sales personnel managers organize,,. Begun competing globally, the drummers started visiting the customers about the product... Often involves a meeting and nature and importance of sales management ppt demo Citibank N.A factors help in the. Personalise content and ads, to provide social media features and to analyse our.!